Winning the B2B Sale in China

Charlie knew if he were to give his client enough money, this could be the key differentiator in a highly competitive industry. He knew this customer was "in the bag," so to speak. He had the "guanxi".

Unfortunately for Charlie the client eventually bought from someone else and not from Charlie. Thinking the competitor might have given more money than he did, Charlie tried to ask his client if his "offer" was too low.

The client politely told Charlie the competitor did not offer any bribes at all. They won the bid because they paid more attention to the client's company's needs, not his financial situation. The client thanked Charlie for his "thoughtfulness", and told Charlie to keep in touch.

A few months later, a whistleblower exposed Charlie's "under the table" practices, and both Charlie and his distributor were arrested. Charlie's boss was not spared, either. He was fined, and promptly fired from his job for not safeguarding the reputation and integrity of the company... ...

Author: C. J. Ng

Publisher: Independently Published

Publication Date: Oct 23, 2021

Number of Pages: 120 pages

Binding: Paperback or Softback

ISBN-10: NA

ISBN-13: 9798499847978